Strategic Head of Sales

SUMMARY:
Job Title:  Strategic Head of Sales (Telecoms & ICT)
Location:  Midrand

Our client, an internet and network provider is looking to employ a Strategic Head of Sales for their team in Midrand.

We are looking for your expertise in the experience in sectors like FMCG, telecoms, or ICT.
 
Role Overview
The Strategic Head of Sales will oversee and transform sales operations across three key channels:

1. Inside Sales (digital sales through online platforms such as social media and the company website).
2. Field Sales (activations, agents, and representatives, including spaza shop sales teams and commission-based agents).
3. Alternative Onramps (customer acquisition strategies outside traditional sales channels, such as referral programmes, upselling hotspot users to home users, and other innovative approaches to expand market reach).

 
This leader will design and implement scalable sales strategies, optimise performance metrics, and build a high-performing team to ensure infrastructure capacity is filled rapidly, delivering a strong return on capital investments.
This role combines operational excellence with strategic foresight, requiring hands-on leadership in the field, collaboration with marketing, and data-driven decision-making to accelerate the company's market expansion.
 
Required Skills & Experience
Sales Expertise: Proven track record in both field and digital sales, with experience managing sales across diverse customer segments.
Leadership: Experience building and leading high-performing sales teams, ideally in a fast-paced, high-growth environment.
Data-Driven Approach: Strong analytical skills to measure performance, optimise acquisition costs, and implement cohort analysis reporting.
Market Knowledge: While familiarity with Kasi markets is a bonus, experience in sectors like FMCG, telecoms, or ICT is highly valued.
Strategic Vision: Ability to design and execute both immediate operational improvements and long-term scalable sales strategies.
Hands-On Leadership: Willingness to be in the field to rebuild and reimagine company sales function from the ground up.
Collaboration: Demonstrated experience working closely with executives and cross-functional teams, particularly marketing.

POSITION INFO:
Key Responsibilities
Sales Leadership & Strategy
Architect and execute a scalable national sales blueprint, restructuring existing teams and processes to achieve aggressive growth targets.
Oversee Inside, Field, and Alternative Onramp sales operations, ensuring seamless integration across all channels.
Develop pre-sales strategies for new markets, including market research, competitor analysis, and hyper-localised approaches.
Drive conversions from the old network to the new Wave network, creating strategies to maximise customer retention and minimise churn during transitions.
Create and implement referral and loyalty programmes to drive customer retention and acquisition, in collaboration with the Customer Experience team.

Performance Management
Define and monitor KPIs such as pre-signup rates, infrastructure fill rates, acquisition costs, and cohort analyses to ensure sales effectiveness.
Build scalable reporting frameworks for weekly, monthly, and quarterly reviews, directly presenting insights to the COO and executive team.
Evaluate and enhance the sales agent commission model to drive better performance and incentivise success.

Training & Development
Develop and implement comprehensive sales literature, training playbooks, and testing frameworks to upskill teams and improve sales techniques.
Cultivate a culture of continuous learning with a focus on psychological sales tactics, customer journey mapping, and innovative approaches.

Marketing Collaboration
Work closely with the Marketing team to evaluate the effectiveness of digital sales campaigns, provide field feedback, and co-ordinate marketing collateral.
Align sales efforts with marketing strategies, ensuring high-impact activations and events to boost brand visibility and lead generation.

Technology Integration
Leverage in-house tools to track and optimise sales processes.
Identify gaps in reporting metrics and collaborate with development teams to refine CRM and sales systems.

Team Management
Manage and grow the sales team, including recruiting top talent, optimising structures, and leading performance improvement initiatives.
Oversee teams including Inside Sales Representatives, Field Sales Representatives, Spaza Shop Teams, and external sales agents.
Ensure cohesion between regional sales teams and a unified national sales strategy.

 

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